Monthly Archives: July 2011

Sales Incentives: the Puzzle of Motivation

This 9 minute video by Dan Pink, author of DRiVE, is a humorous and enlightening white board presentation on how the same incentives can be either effective or ineffective depending on the circumstances.  I know a number of sales managers … Continue reading

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Elements of a Commission Plan – Plan Components

This is my second post on the topic of sales incentive compensation.  I need to outline these basic elements of a commission plan to set the ground work for future discussions so please bear with me. Like a three legged … Continue reading

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